Channel Sales Manager, West Coast

Sonatype
United States, America/Chicago
Workplace: RemoteFull timeFunction: SalesSkills: ["Executive relationship management","Strategic trade-offs","Fast learning","Experimentation","Revenue focus"]

Build and scale Sonatype’s commercial partner network across the West Coast, targeting Tier-1 and regional partners to accelerate enterprise outbound expansion and ecosystem leverage. Drive partner-led co-selling with weekly forecasting, deal registration visibility, and quarterly business reviews. Architect multi-year growth plans and GTM demand programs, while modernizing legacy partner workflows with AI-enabled automation for enablement and pipeline accuracy.

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FursaFursa
Sonatype
Sonatype
21 hours ago

Channel Sales Manager, West Coast

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Last checked: 4 hours agoStatus: Live

Job Summary

Build and scale Sonatype’s commercial partner network across the West Coast, targeting Tier-1 and regional partners to accelerate enterprise outbound expansion and ecosystem leverage. Drive partner-led co-selling with weekly forecasting, deal registration visibility, and quarterly business reviews. Architect multi-year growth plans and GTM demand programs, while modernizing legacy partner workflows with AI-enabled automation for enablement and pipeline accuracy.
Location: United States, America/Chicago
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Drive active field engagement and executive relationship management across key commercial channel partners (Optiv, Guidepoint, Presidio, CDW, and regional VARs).
  • •Provide weekly forecasting and pipeline visibility for partner-sourced and partner-influenced commercial deals.
  • •Orchestrate daily co-selling engagement between West Coast enterprise AEs and partner sales teams.
  • •Architect and execute multi-year business growth plans and GTM demand generation programs leveraging Sonatype products as a security wedge.
  • •Redesign legacy channel processes into modern, AI-enabled workflows (e.g., automating lead distribution, partner deal tracking, and enablement auditing).

Pay and Benefits

Perks:Parental LeavePaid Volunteer

Key Requirements

  • •10+ years of demonstrated success building and scaling B2B enterprise SaaS channel partner networks in North America.
  • •Established relationships and a proven track record with major commercial partners, including Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs.
  • •Strong technical fluency in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance.
  • •Proven capability to move partners from passive order-taking to proactive, account-based outbound co-selling.
  • •Ability to use AI tools (e.g., ChatGPT, Claude, Copilot, Gong AI) to support account mapping, QBR summarization, messaging, and forecasting workflows.
Experience:B2B SaaSEnterpriseChannel partnershipsApplication securityDevSecOpsSoftware supply chain security
Skills:Executive relationship managementStrategic trade-offsFast learningExperimentationRevenue focus
Tech Stack:Nexus OneFirewallLifecycleSoftware Composition Analysis (SCA)DevSecOpsSBOMChatGPTClaudeCopilotGong AIPartner enablement platformAI-enabled workflowsPipeline forecasting

Company Brief

Sonatype
Provides software supply chain automation and open-source governance solutions, including Nexus Repository, Nexus Lifecycle, and Nexus IQ, to help organizations manage, secure, and govern components across the software development lifecycle.
Industry: Cybersecurity
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Headquarters: Lexington, United States
Founded: 2008
WebsiteLinkedIn